As a salesperson, you’re in one of three places at the end of the year: You’re desperately trying to make quota, you’ve made quota and you’re happy and relaxing, or you’re nowhere near quota unless the largest bluebird ever falls out of the sky. Why is it that this last category is perennially the biggest ... Play video
Joanne Black is a leading authority on referral selling— the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners transform the way they work.
Author's Publications on Amazon
Referrals can be the most valuable leads a sales team gets–yet for whatever reason far too many salespeople never ask for them. If you can get your referral machine up and running, it can mean a very sustainable and highly cost-effective part of your lead strategy. What can it mean for your sales force to ... Play video
Before you can change the status quo, you must understand it. I want clients who do more than just buy from me. This isn’t heresy, it’s just good business. These days, in B2B sales, customers buy more than just our products and services. They buy our ideas, our knowledge, and our insights—our visions for scaling ... Read More